Original subtitles

session No. 4

how to contact and build rapport

with your joint venture partners

here are the key steps within this particular session

No. 1 how to approach how to contact

how to build rapport

asking the right questions

how to present your joint venture proposal idea

also securing the next meeting

so these are the steps where it comes to approaching

contact in building rapport with the right JD partner

and then what happens next

okay so let's go through this here

approaching your joint venture

partner this is potential or possible

so they're not a joint venture partner yet

but you're building on that

there are various ways to approach them

just like there are various ways to approach

any human being

remember they are just a human being

just like you

and you're just

yes you don't know them

they don't know you in some cases

so what can you do

what you want to decide is

decide on the most accessible medium

that could open up a conversation

in other words

how can I best approach them

what can I do in order for them to know I exist

and we can start this conversation

it could be that you approach them through social media

maybe you follow them on Twitter

and you make comments

or you like this stuff on Facebook

Instagram TikTok LinkedIn

and if you do this often enough

and consistently

remember you don't have to do this with everyone

maybe you've decided

these are your top 10 people you're going after

in other words

you want to join JV with

so every single day

what are they up to

what are they doing

what are they sharing

you need to be on top of that

so they can see you actually responding

making comments

eventually they'll start figuring out

what this person is

very consistent

who is this person

and they want to check you out

okay so also

you can do this

conferences

seminars exhibitions

if you know there's a specific

if you know that your ideal clients

go to this specific conference or seminar

and you go through the conference organizers website

and you realize your ideal client is going to be there

they are exhibiting

or they are speaking there

or they have a booth there

then show up

and get into that conversation

some people like to write old fashioned letters

you know sit there

write them by hand

if you do that

if you write by hand

or even type up the letter

the secret here is on the envelope itself

handwrite the envelope

will get one of your staff members to right

handwrite the envelope

put an old fashioned stamp on the envelope

and post it out okay

why is this important well

you know what it's like whenever you receive letters

and one is very formal

in terms of

the envelope is printed

it looks very formal

you might think it's from a bank

or you might think it's from the government

so usually we leave that to a last

but when you see someone's handwriting

and they've taken time to handwrite it

you think oh

that might be from a friend

or someone I know

you open that first

so you can do that

contact their agent or publicist

who's promoting them

who's their PR agent

contact them

and make and get through the door that way

ask someone you know to connect you

remember in the last session

we talked about

friends family associates

ask them to connect you with this person

further on secrets of building rapport digitally

so if you're going to build rapport digitally

the most important thing is to focus on one

just building rapport

what does that mean

getting them to like you

know you and trust you

now when you are

when you're built up rapport now

essentially

you can take it to the next stage

it's like dating

you don't rush into a marriage

or you don't propose marriage straight away

you court you date

and eventually leads to one thing leads to another

now they will not move forward of you

unless they do like and trust you

then you must understand that

so make sure you're your

what's showing up in Google

what's showing up on your social media is clean

it fits your brand it fits

it fits their brand

so start and also start following them on social media

whether it's um

on LinkedIn or Facebook

on Twitter or TikTok

follow them and also

if they have a Google pages

follow that

if they have blogs

make comments on their blogs or their articles

like and share

and also subscribe to their content

whether it's a podcast

whether it's a YouTube channel

just like everything that they doing

remember it's not hundreds of people

you've identified your top 10

and that 10 is what you are

who you are going to follow

like subscribe to

and so they know you exist

you're gonna connect to just those 10

focus on those 10

to start off with

also one recommendation is to buy their stuff

and make comments

give them reviews on Amazon

buy their books

buy their products

buy their programs

and make reviews and connect with them

or email them back say hey

I enjoyed your program

it's fantastic

and the more they keep seeing your name

the more they keep seeing you

eventually when you approach them and say hey

can we do a JV together

I like what you did with this product

I like what you did with this program

I like what you did with this book

I like what it said here

um I have an idea that we we

we could discuss

also subscribe to this stuff

you know they may be giving out some freebies

a free newsletter

a downloadable PDF

subscribe to it

and get onto their email list so you can see constantly

what they are up to

what they are doing

and when you eventually

get into a conversation with them

it seems like you know them

and they feel like you know them

which is good

so the next step would be now

contacting your potential joint venture partner

so one thing is to identify them

and start building rapport

digitally or conversationally

and now let's talk about how you contact them

once you have built that rapport

then simply ask them the question

but do not ask questions and ask demands of them

unless you've built up some kind of rapport

so you could ask a question

hey I love what you did with this or that

I love what you posted earlier on by the way

are you open to business partnerships

or you could try another way

are you open to business collaborations if so

message me back or email me back

and then let's talk

or if so I have something very

very important I want to discuss with you

that is going to help your business

and help your clients

most importantly

so you can use those phrases

create a script if you need to

before you actually contact your joint venture prospect

so when I say create a script

you don't have to have something word for word

but you can bullet point

the things that you want to discuss

and will give you more information

in the moment on how to do that

prepare yourself mentally and emotionally

by making notes on all the key points

that you want to get across

so you come across professional

and not just someone who's just chants in their luck

you know professionalism is going to help you

and when you contact them

focus on them not you

don't focus on you

yes you are important

but this is all about them for now

let them see the win win

in the joint venture that you're proposing

let them see that quickly

so they know that you're not wasting their time

now the other way to approach them is through email

now we will provide you with some email scripts here

one example is

if you know each other already

then the subject line could be look

their name or the company name and

and just write business partnerships

for example

or business collaborations

and hi first name

you know hi Luca

if that person's name is Luca

how you doing

I trust all these going well

are you open to business partnerships

or collaborations to increase your profits

if so I have something I'd like to discuss with you

let me know when we can discuss

regards and your name okay

short to the point

not wasting their time

that it's not 3 pages

4 pages 5 pages of stuff

we just want to open this door

then we take it to another stage

and open that door

and then we take to another appointment

and open that door

if you don't know each other

however what you can do is something similar and

put their name in the subject

because people love to see their name

or their company name

and hi Luca

I know you're busy

so I'll be brief okay man

you're acknowledging the fact that they may be busy

and they are

they they like the fact that you know that they're busy

you're not you know

that you are there not to waste their time

are you open to business partnerships or collaboration

to increase your profits

if so I would love the opportunity

to discuss this further with you

please suggest a couple of dates

or times when we can speak on

on the phone or on zoom

so they don't know you

but you remember you built rapport

once you've built rapport

you can start doing this

if you do this automatic

if you do this straight off the bat

and you haven't built any report

they just going to hit delete

and you would have lost an opportunity there

so what about social media then

people say to me

how can I build report using social media

well how can I get clients using social media

the same concept applies once you've built

digital report or virtual report

in other words

you're liking their stuff

they're subscribing to their stuff

you're dming them

you're giving some good information

you are keeping your brand clean

you are commenting

on what they're doing

you're giving reviews

then you can drop this into their DM

into their private message

direct message

hi I'm loving your content

are you open to business partnerships or collaboration

to increase your profits

very similar

if so I have something I'd like to discuss with you

let me know when we can discuss okay

now these are just guidelines

if you have another

another idea

or what you want to put into this content

uh in this email or in this social media post

then do that

whatever works for you

sometimes it doesn't have to be formal

with high first name no

you could be just hey

I'm loving your content um

are you open to

so just keep it your own

language is the most important thing

the way you speak

the way you talk

and also watch the way they talk

because you can mirror

I'll talk about this later

on mirror how they talk

so that builds report as well

what about secrets of building

great report

in a conversation

well in a conversation

before you actually have that conversation

you can choose to meet them on the phone

or on video conference like zoom

or live in person

now I highly recommend you do that

not just on the

through email or social media

but take the conversation

to a stage where you can speak on a phone

or have a zoom call

or meet live in a person in person rather

your focus is to get them to like and trust you

and get them to know you a bit more as well

focus on them

essentially

what I want you to do is go into their world first

in order to understand them and their business

what do I mean by that

go into their world first mean

simply ask them questions

ask them question

lots of questions

in a conversational way not in a

in an interrogation type of way

just a conversation

tell me about this

tell me about that

how long have you been in business

what's business like at the moment

what's going on

so just in just having a conversation

just having a conversation

and this means you're going into their world

and as you go into their world

constantly verify

or reaffirm what they are saying to you

one way to do that is to repeat back to them

or make key points on what they've said

so if they say something like

we have a team of 10 people in the office

and mostly women

then verify that

so earlier on

I heard you say that

so in your office

it's mostly women that work for you

is that right

they say yes

it shows that you are what

you are listening to them

it shows you

you're not just there to take something from them

but you're paying attention

to everything they're saying to you

the more you are able

to verify and reaffirm what they're saying

it builds rapport

now at some point

they will ask you

what do you do

and you'll get into that conversation later on

be very interested in them

rather than jumping in to show how great you are

some people just jump in and say things like yes

I come from ABC Company

our company has been going for 55 years

and we have 10 directors

and this and that

no avoid that for now

be interested in them

they don't really care about you

but what they do care about is your credibility

which we'll come on to later on

give them lots of genuine compliments

on their business

on their life

the successes they've had

the achievements they've had

so whilst you're asking questions

and they're telling you about these things

things that they proud of

give them compliments

well done about that

well done with that

well done for having been in business for

so many years well done

but make it genuine

offer to help them with something

now this is a key thing a lot of people miss out

if you offer to help them with something or hey

I know someone who you may want to speak to

may be useful to you

or there's an article I read

I'd love to send it to you

you'll really

really like that

so offer to do something for them

like they are going to do a webinar

hey do you mind if I come in and sit in and and

and your webinar and and

and see if there's anything that I can share with you

so offer to do something or give them something

that builds a better relationship

because they know that you are you

care for you

it's not just about making money from them

now you've got to be questioning your potential

joint venture partners

see after approaching them and contacting them

and building rapport now

turn your focus on asking them some specific questions

depending on

the joint venture idea that you have in mind

so what ideas you have in mind

so the question would be based around that

so some of the questions

these are not a full list

but these are just some questions you might want to ask

do you have a mailing list

do you have a email list

for example

how many people are on that list

are you in a position to take on

many more clients right now

or you can ask the other question

in terms of your business operations

what capacity are you at now

so in terms of clients that you are 70%

are you 100%

can you not take any more

how often do you send out information

to your mailing list or to your email list

the people on your list are they mostly buyers

visitors and browsers or just leads that have come in

can you describe your current marketing

describe your sales funnel for me okay

okay and what kind of prices do you charge for that

so as they talk about product

and the programs they have

all the workshops they have

get the price points as well

because you want to know if it fits in

roughly around the same as you charge

or what your clients will be willing to pay

or whether they'll be willing to afford that

what you have to offer so do that

get that list from a front end perspective

as well as a back end

so what are they giving for free

what are they giving for low cost to bring people in

what are they charging at medium cost

for their programs

what's the ultimate program they are selling

so you know the price range clients are buying from

in terms of them

also ask the question

what is your average conversion rate

so when they do a sale and there's 100 people there

for example

what's a percentage converted into the next program

so for example

100 people there and they manage to

on average they sell 10

so the conversion rate is 10%

and it may be 9%

it may be 40%

50% who knows

but what's your average conversion rate

on this particular program or that particular program

another question you might want to ask is this

when was the last time they purchased something

similar to what I am proposing

when was the last

time your list saw something like this

okay maybe never

no one's ever spoken to their list about that or oh

we had something similar to that

it was this

this and this

and ask them

so how did it go

what happened

what was the response

so these are some questions you can ask

and after you've asked these questions

and you've got some ideas of

who their audience are

who their clients are

then you can start going down the line of presenting

the idea the joint venture proposal idea that you have

so the starting point is they may say to you

hey by the way

what do you do

tell me again

what do you do

and whenever they say that

this is your opportunity to deliver your elevator pitch

so you're gonna deliver your elevator pitch

and remember

the key ingredients of your elevator pitch is the

are these tell them who you are very briefly

tell them what do you do

tell them how long you've been doing it

and the benefits your clients have got

so for example

you can say

my name is John Smith

and for the past 15 years

I've helped thousands of our clients

to grow their business by 50% or more

in less than six months

do you think your clients

would be interested in something like that

do you think your clients will be wanting to grow their

business by extra 50% over the next six months

so deliver your pitch

your pitch must be in service to them

and also in service or value to your ideal clients

who they have by the way

and make that pitch very short initially

make it less than 30 seconds

30 seconds or less

get that message across

and then you can then go deeper into the conversation

cause they may say

when you say

is that something your clients will be interested in

that's when the real conversation begins

so your proposal has to give them at least one of

these three things

your proposal that you're gonna present

after your pitch

is you're gonna propose something

that either is gonna make them more money

either it's going to save them money

or it's going to add massive value to what they do

or it could be all three

so clearly describe

as you're presenting your proposal idea

how they will win and also how you will win

because if you just say hey

this how you're gonna win

and you don't talk about yourself

how you're gonna win

then they think there's something fishy here

maybe you're just trying to get something out of them

and okay but make it very clear

and up front

be very congruent

very authentic

very genuine

the reason why I'm talking to you about this idea is

I believe this is where you you

this is how you can win

and I believe this is how I can win

so it's a win win situation

that I want to bring for both parties

so for example

you could say hey

we could run a joint webinar together

you can host me

and later on

I can host you

you can promote to their list and vice versa

you can do a joint marketing campaign

where they promoting your products or your service

and anything that is sold

they get a commission split as well

you can support each other in a new launch of a program

or a product

maybe it's a book

maybe it's a program

maybe it's a workshop

maybe it's a new membership scheme that you have

once you secure that proposal idea and they've said yes

yes they would like to explore it

furthermore

clearly you know

you're not going to throw everything at them

unless you're meeting them live

and you've got all the information at hand

but if they like the idea

then you might

you would want to propose the next meeting okay

now I understand that you would like

the idea on proposing here

I'm gonna go away

and put something together that I can show you

but before we break for this meeting can I

can we book something in a diary

because I know you're busy

and certainly I know I'm busy

and put something

schedule something in your scheduler there

and then while they're in front of you this is so

so important

because you're going to continue the conversation

with them again later on

when you actually present

the agreements that you wanted to sign and agree with

so confirm that they are interested in your proposal

ask the questions

would you like to explore this further

say I will put it all in writing

so we can discuss further and finalize that

is that okay with you

excellent so

and then you say okay

let's arrange the date and time for our next meeting

so we can finalize everything

to do this joint venture

and we can both make money

are you happy with that

excellent and then you can move on

okay so that's concludes this session

your home actions for this particular session is this

contact an approach

at least one potential joint venture partner

and practice

remember part of the session No. 2

session No. 3 is to

was to identify the categories

that your joint venture partners will be in the sectors

and then disseminated into specific companies

that you could approach later on

but this is the approach side now

so what you want to do is

you want to now contact and approach them

then practice

building rapport with people

everyone you come across

so build a rapport

remember I said

is about getting them to know you

like you and trust you

and so by doing that

what will happen is

they feel more at ease

so practice with everyone

practice with your old colleagues

your people in your office

um friends family members

just practice building rapport by

by doing that

you're asking questions and getting people to know you

like and trust you

and um prepare your conversation script

remember bullet points

some things you want to discuss

and the key people

that you are wanting to do a joint venture partner

partnership with them

is follow them

connect with them on social media or any other channels

and give at least five likes and compliments

and follow them and and

and follow those key people

but everyday they must see you in their

in their socials

they are seeing you on the key social that they use

your you'll be front of mind

and later on when you DM them

you will be no stranger to them at all

now we've given you some resources

as we always do

and the resources are

in this particular section

is the MJVSS

joint venture Success toolkit

so this success toolkit will allow

will show you these things

you'll have the exact approach emails

so the emails you can use to approach them

you'll have the appointment script

so actually set an appointment with them

when you meet up with them

the presentation script

what you're going to say

how you're going to say it

we are giving you that as well

as part of your resource

and also questions

list some key questions that you could ask as well

you may not ask all of them

but highlight the key ones for you

and practice using that

also tell us how you got on with this session

and the Telegram group

you know any wins

any successes

anyone you approached

what have they said

put it into the Telegram group

so other people can be inspired

and help you along the way as well

and then if you have any wins

any successes

then put it into the email

yeah put it into the Telegram group

and also if you're stuck on anything

you're not clear or anything

or you've created your emails or your scripts

your presentation scripts

using the templates we're giving you

and you feel a bit lost

then email support at mindspacecoaching com

and let us give you some feedback on it

we are willing to give you feedback at any stage

of you going through this

so let us know

and we can give feedback on that as well

thank you for watching